Sales Hacker

DECEMBER 9, 2022

Defining territories based on historical definitions (“this is how I’ve always done it”) or sales forecasts. Separate from the sales forecast , seller capacity refers to the probability of achieving quota for a given seller. Model options to improve capacity where needed (enablement, coaching, marketing promotions, headcount, etc.).

Scale 97

Scale Headcount Sales Forecasting 97

ChurnZero

MARCH 14, 2024

A verified CSM headcount for your new model: Our guide shows you how to evaluate whether your current CSM staffing plan can accommodate your new model, using a formula that determines the future headroom for each CSM, and compares current capacity with forecasted demand.

Customer Success 52

Customer Success Headcount Forecasting Communication 52

Baremetrics

NOVEMBER 1, 2021

Initially, we’ll be bringing your Baremetrics data into your Flightpath account so you can forecast new revenue by new customers, expansion, contraction, and churn. We can improve our forecasting tools and provide better metrics on expense data. After all, our philosophy at Baremetrics is to help our customers make more. We listened.

Finance 96

Finance Outsourced Development Sales Hiring Forecasting 96

ChurnZero

JUNE 9, 2023

Good sales teams typically get the budget, headcount and tools they desire because the function is tied to revenue. As a result, CS teams often have to work harder to make the case for headcount, technology and even product requests on behalf of customers. How can CS leaders address this challenge?

Finance 98

Finance Metrics Customer Success Headcount 98

Andreessen Horowitz

FEBRUARY 13, 2024

It divides the total financing proceeds into G&A functions (both headcount and categories like real estate), platform R&D, and program-specific R&D (often further subdivided by each stage of development, CMC, etc).

Development Team Review 118

Development Team Review Technical Review Finance Systems Review 118

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. “Reviewers on TrustRadius value ChurnZero’s centralization of customer data, forecasting, in-app messaging, and customer segmentation,” said Megan Headley , VP of Research at TrustRadius. ChurnZero has quickly become one of Washington, D.C.’s

Marketplace as a Service 98

Marketplace as a Service Technical Review Headcount Software Review 98

SaaSX

FEBRUARY 5, 2020

This INCLUDES headcount-related expenses. If you are utilizing Gusto or a similar payroll tool, your headcount expenses are likely coming into your P&L as one (or maybe two) line item(s). these figures are going to be WRONG because you haven’t properly accounted for your headcount costs in Sales & Marketing.

Finance 118

Finance Sales Hiring Headcount Scale 118

OPEXEngine

OCTOBER 7, 2020

Employee productivity is up for the moment, as companies reduced headcount. We are currently conducting a 2020 Flash for the SaaS benchmarking community, looking at 2020 end of year forecasts for revenue, ARR, growth rates, and departmental expenses and headcount. 2020 Flash.

Trends 96

Trends Technical Review Headcount SaaS 96

Kellblog

FEBRUARY 6, 2021

Founded in 2106 in San Francisco by serial entrepreneur and new friend, David Greenbaum , OnPlan is a financial modeling, scenario analysis, and forecasting tool. to pursue real-time and collaborative budgeting and forecasting to support “continuous planning” (which is reminiscent of Planful’s messaging ).

Finance 86

Finance Forecasting Software Review Systems Review 86

Sales Hacker

SEPTEMBER 2, 2023

Forecast prediction: Uses augmented analytics to offer insight on deals in the pipeline that sellers expect to close in a given period through an AI-driven predictive forecast recommendation at multiple levels of the sales hierarchy. Kyle Norton – SVP My main RevTech stack isn’t too complex.

AI 78

AI Revenue Scale ChatGPT 78

Kellblog

NOVEMBER 23, 2022

One year of forecast. This year that’s your 2022 forecast, which is your first through third quarter actuals combined with your fourth-quarter forecast. The next block focuses on headcount: Total employees, at end of period. So, present context. Specifically: One year of history. This year that’s 2021.

Technical Review 117

Technical Review Software Review Forecasting Churn 117

SaaStr

NOVEMBER 27, 2023

​Accurate sales forecasting is more critical to business success than most realize. Having a predictable pipeline enables more effective decision-making, from headcount planning to strategic investments in technology and beyond. This requires a very thoughtful and consistent cadence in how you look at forecasting so it drives action.

Forecasting 242

Forecasting SMB Technical Review Sales 242

OPEXEngine

SEPTEMBER 9, 2021

Take this example of working with Sales on how many account executives to add in the upcoming year: “Our current sales headcount is 30% higher than the sales headcount benchmark for SaaS companies our size and growth rate, and our ARR per sales rep is 30% lower than the benchmark.

Benchmarks 52

Benchmarks Sales Hiring Headcount Customer Lifetime Value 52

Valuize Consulting

OCTOBER 7, 2021

For example, in Sales, you can take your Annual Revenue Target, divide it by the Projected Revenue Attainment Per Headcount (factoring in some ramp time) and out comes a Headcount projection. This is the forecasted growth per customer, based on account planning. This includes downsells, churn and expansions.

Customer Success 52

Customer Success New CTO Scale Headcount 52

CustomerSuccessBox

DECEMBER 3, 2021

You may find yourself protecting your headcount, rooting for investments you want in tech, and giving suggestions for new product features. As a CS leader, you must quantitatively show the CFO an expense and revenue forecast. Customer Success Manager headcount and performance. CS is not a cost center.

Customer Success 52

Customer Success Data Technical Review Headcount 52

ChurnZero

MAY 17, 2022

The company plans on doubling its headcount in 2022. “Reviewers on TrustRadius value ChurnZero’s centralization of customer data, forecasting, in-app messaging, and customer segmentation ,” said Megan Headley , VP of Research at TrustRadius. ChurnZero has quickly become one of Washington, D.C.’s

Marketplace as a Service 52

Marketplace as a Service Technical Review Headcount Software Review 52

OPEXEngine

DECEMBER 17, 2019

Working with your management team, you then develop a bottom up forecast for expenses. Bottom-Up Expense Forecasting. Benchmarking also provides useful data on spending levels across the major expense categories, i.e., COR, R&D, S&M, and G&A, and well as specific data on headcount for each team within these categories.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

Valuize Consulting

MAY 4, 2022

Determine Coverage & Forecast Growth For Your Scale Strategy. Once you’ve selected your Scale strategy, finalize the headcount , technology and other investments you require to meet your coverage model and forecast your projected growth. A critical element of this forecast is aligning with your Finance team.

Scale 52

Scale Customer Success Scaling Strategy 52

OPEXEngine

NOVEMBER 23, 2020

This INCLUDES headcount-related expenses. If you are utilizing Gusto or a similar payroll tool, your headcount expenses are likely coming into your P&L as one (or maybe two) line item(s). these figures are going to be WRONG because you haven’t properly accounted for your headcount costs in Sales & Marketing.

Finance 52

Finance Sales Hiring Headcount Scale 52

InsightSquared

NOVEMBER 19, 2018

Track your “best cases” but don’t include them in your forecast. If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. Don’t expect a 6-12 month enterprise opportunity to close just because they are offered an incentive. However, don’t forget about managing them. Have everyone participate.

Sales 78

Sales Headcount Sales Enablement Compensation 78

CustomerSuccessBox

DECEMBER 14, 2021

Following quantifiable metrics can indicate the real impact of Customer Success on revenue: Forecasting Revenue through renewals, upsells, and expansion. Viewing CS as a cost center and cutting costs by cutting headcount will definitely backfire. Measuring the leading indicators and metrics is one of the ways to make that shift.

Customer Success 52

Customer Success Customer Lifetime Value Headcount Retention 52

Tom Tunguz

DECEMBER 13, 2012

A financial plan for next year including a headcount plan, a sales plan (if applicable) and a forecast for out of cash date and timing of next fundraise. Financial plans are the ambitions of the company codified in numbers. They help with scenario planning, goal setting, company alignment and team measurement.

Startup 100

Startup Sales Hiring Headcount Compensation 100

Sales Hacker

MAY 26, 2021

Forecast accuracy. This team is responsible for high-level planning and goal setting with a focus on data analysis and sales forecasting. Pipeline management – detailed understanding of how the sales funnel and forecasting rules work. Help drive annual planning and modeling projects with a focus on revenue and headcount.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

The Angel VC

DECEMBER 12, 2018

As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. What makes things tricky is, first, the uncertainty of how your CACs will develop at increasing scale and of how your churn rate will develop over time. The second issue is the timing of some of the major expenses.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106

Intercom, Inc.

NOVEMBER 14, 2018

If you’re forecasting short on your global revenue target, do you know how you’ll make up the difference? It helps you understand how efficient you are at allocating headcount and how effective your reps are at hitting quota. As a sales rep, you need to be comfortable understanding the data behind your pipeline.

Sales Hiring 188

Sales Hiring Metrics Revenue Sales 188

Sales Hacker

FEBRUARY 5, 2021

Want to increase your close rates and get better predictability in your forecasting? There are industry, size, geography, titles, headcount, and whatever else is publicly available. Instead of hacking together a slick proposal or negotiating trick, focus on qualifying your opportunities and be super disciplined about it.

Scale 107

Scale Sales Underperforming Technical Team Headcount 107

Sales Hacker

APRIL 12, 2022

Outreach allows you to commit to accurate sales forecasting, replace manual process with real time guidance, and unlock actionable customer intelligence that guides you and your team to win more often. This episode of The Sales Hacker Podcast is brought to you by Outreach. Traditional tools don’t work in a hybrid sales world.

Strategy 88

Strategy Marketing Growth Marketing B2B 88

SmartKarrot

AUGUST 25, 2022

Accurately forecast effort for capacity planning and develop an accurate capacity model to ensure proper headcount throughout the year. Assist UK Commercial leadership with revenue planning, forecasting, and pricing strategy from a sales perspective. Maintain a high level of customer satisfaction with the services.

Customer Success 19

Customer Success Sales Hiring Outsourced Development Headcount 19

InsightSquared

JULY 8, 2020

Most companies miss the mark when it comes to sales forecasting — in more ways than you think. The chronic inaccuracy of sales forecasting is well-documented by SiriusDecisions , noting that nearly 80% of sales organizations miss their mark by more than 10%. Fortunately all of these can be addressed with AI-Driven Sales Forecasting.

Forecasting 62

Forecasting AI Machine Learning Artificial Intelligence 62

SmartKarrot

NOVEMBER 17, 2022

Work closely with Growth management to align on strategies, renewal forecasting, coverage plans, and account opportunities (i.e., Ensuring diligent resource management for the team, based on ticket volumes, team headcount and time-off, project commitments, and any other relevant factors. opportunities and risks). Apply here: [link].

Customer Success 19

Customer Success Development Team Review Systems Review Headcount 19

Baremetrics

JULY 25, 2019

If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business. As of the writing of this post, a query for “SaaS forecasting” returns 2.8 Yet, while forecasting subscription businesses is a new frontier, it’s far from the state of the art.

Forecasting 88

Forecasting Scale Sales Hiring SaaS 88

InsightSquared

DECEMBER 28, 2020

Ready to improve your HubSpot Forecast accuracy? . Do you have confidence in your sales forecast? Are you prepared to make critical business decisions such as new headcount, market expansion or product development? . You may still be relying on spreadsheets to build your forecasts. And it was clear your forecast was off.

Forecasting 71

Forecasting Machine Learning Artificial Intelligence Sales 71

Point Nine Land

DECEMBER 12, 2018

As I wrote here , trying to forecast what happens to your CACs if you 10x your sales and marketing spend is very difficult. What makes things tricky is, first, the uncertainty of how your CACs will develop at increasing scale and of how your churn rate will develop over time. The second issue is the timing of some of the major expenses.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

InsightSquared

DECEMBER 28, 2020

HubSpot users: Do you have confidence in your sales forecast? Are you prepared to make critical business decisions such as new headcount, market expansion or product development? . You may still be relying on spreadsheets to build your forecasts. More Flexibility Equals Better Forecasting. Rely on Data, Not Gut Feelings.

Forecasting 62

Forecasting Machine Learning Artificial Intelligence Sales 62

SaaStr

MARCH 20, 2023

Some define it by headcount, typically around 200-2000 employees, and others by revenue, generally $10M to $1B annual recurring revenue. In rapidly growing companies, the headcount can go from 500-3000 in a matter of months. Why The Mid-Market Is So Messy The mid-market is hard to define. They’ll think it’s them.

Scale 188

Scale Enterprise Scaling SMB 188

Unbounce

MARCH 30, 2023

It doesn’t just get you better results—it also speeds up mundane tasks, reduces the need for additional headcount, and lets you focus on the big picture. With this intel, marketers can forecast sales, manage inventory, and push the right products to the right people. Since he started using AI, business has been boomin’.

AI Search 52

AI Search AI Artificial Intelligence Marketing 52

ChurnZero

NOVEMBER 22, 2021

As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? Using these models, you too can learn how to go toe-to-toe with your Finance team by presenting trade-offs to get the headcount you need. How to Build a Customer Success Budget for Headcount. Discovery Call.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98